Page 1

March 3, 2014

www.usedcarnews.com

ON THE WEB: Auto Loans Set Record

Outstanding automotive loan balances increased 11 percent from the fourth quarter of 2012, reaching $798.5 billion in the fourth quarter of 2013, the highest level since Experian Automotive starting publically reporting the data in 2007.

SEE OUR AD INSIDE

Dealer Tries Again with Classic Cars

Franchise Dealer Ranks Shrink Slightly

According to Urban Science’s 2013 Automotive Franchise Activity Report, there were 17,838 dealerships (rooftops) as of Jan. 1, a 0.1 percent decrease from 17,851 as of Jan. 1, 2013. The report projects the network will remain stable for a fourth straight year.

Feds Require Special Labels for Recalls

The U.S. Department of Transportation’s National Highway Traffic Safety Administration (NHTSA) announced that starting Feb. 18, all manufacturers must use a distinctive label on required mailings that notify owners of recalled vehicles or equipment.

THE CHARM?: Bill Kay, left, and collector car expert Greg Cantu prepare to launch a new business focusing on classic Corvettes and other Chevrolet products, like this vintage Camaro. Kay has used the site of this new store for a Chrysler dealership and a Suzuki dealership. By Sheila McGrath

The economy dealt Bill Kay a one-two punch in recent years, but the suburban Chicago auto dealer is back with a new strategy – a store focusing on classic Corvettes. Kay oversees a family-run dealer group that has been

around since 1969. In 2009, a Chrysler dealership they owned in Downers Grove, Ill., was one of nearly 800 dealerships Chrysler closed as it underwent bankruptcy reorganization. After that business closed, Kay tried opening a Suzuki franchise at the site. But the

Suzuki business never got off the ground and closed in January 2012. Since then, Kay has been exploring a number of options for his 4.5acre site, which includes a 20,000-square-foot building. It’s located on Ogden Avenue – a “dealers row” with more than a dozen

used and new car stores. Ogden Avenue is an ideal location due to its exposure to both Interstate 88 and the Veterans Memorial Tollway, two major thoroughfares. “It has always been a destination for people that were out shopping for cars,” Kay said. Continued on page 12

Rush - Dated Material

Slower Sales Spark Fears of Rising Incentives The threat of an incentive war heating up grows as new-car sales cool off from last year’s pace. New-vehicle sales peaked in the middle of last year, according to J.D. Power and LMC Automotive. They continued strong through the rest of 2013, but never matched the first half. Sales stumbled in January as extreme winter kept shoppers off dealers’ lots, but picked up in February. J.D. Power and LMC Automotive expected 972,400 retail new-vehicle sales for the month, up from 825,610 in January. That might prove too little, too late to stop an increase in

THINK FASTER

incentives, however. ALG predicts a short-term spike in incentives. ALG’s mid- to long-term forecast (up to 36 months) still projects a 15 – 20 percent increase, but that might change. “Rising inventory levels combined with several more waves of bad weather will result in a short-term spike in incentives,” said Eric Lyman, vice president of editorial and consulting for ALG. “The danger is that this could be the beginning of an escalating arms race for market share.” Days to turn inventory in December (61 days) and January 2014 (59 days) reached the highest levels since August 2009 when the turn rate was 68 days.

WWW.BLACKBOOKAUTO.COM/THINK C A L L 85 5 - 371- 75 34 TO LE ARN MO RE

Black Book® is a registered trademark of Hearst Business Media Corporation.

UCN_01.indd 1

2/25/14 11:02 AM


March 3, 2014

www.usedcarnews.com

ON THE WEB: Auto Loans Set Record

Outstanding automotive loan balances increased 11 percent from the fourth quarter of 2012, reaching $798.5 billion in the fourth quarter of 2013, the highest level since Experian Automotive starting publically reporting the data in 2007.

SEE OUR AD ON PAGE ONE AND THE BACK COVER

Dealer Tries Again with Classic Cars

Franchise Dealer Ranks Shrink Slightly

According to Urban Science’s 2013 Automotive Franchise Activity Report, there were 17,838 dealerships (rooftops) as of Jan. 1, a 0.1 percent decrease from 17,851 as of Jan. 1, 2013. The report projects the network will remain stable for a fourth straight year.

Feds Require Special Labels for Recalls

The U.S. Department of Transportation’s National Highway Traffic Safety Administration (NHTSA) announced that starting Feb. 18, all manufacturers must use a distinctive label on required mailings that notify owners of recalled vehicles or equipment.

THE CHARM?: Bill Kay, left, and collector car expert Greg Cantu prepare to launch a new business focusing on classic Corvettes and other Chevrolet products, like this vintage Camaro. Kay has used the site of this new store for a Chrysler dealership and a Suzuki dealership. By Sheila McGrath

The economy dealt Bill Kay a one-two punch in recent years, but the suburban Chicago auto dealer is back with a new strategy – a store focusing on classic Corvettes. Kay oversees a family-run dealer group that has been

around since 1969. In 2009, a Chrysler dealership they owned in Downers Grove, Ill., was one of nearly 800 dealerships Chrysler closed as it underwent bankruptcy reorganization. After that business closed, Kay tried opening a Suzuki franchise at the site. But the

Suzuki business never got off the ground and closed in January 2012. Since then, Kay has been exploring a number of options for his 4.5acre site, which includes a 20,000-square-foot building. It’s located on Ogden Avenue – a “dealers row” with more than a dozen

used and new car stores. Ogden Avenue is an ideal location due to its exposure to both Interstate 88 and the Veterans Memorial Tollway, two major thoroughfares. “It has always been a destination for people that were out shopping for cars,” Kay said. Continued on page 12

Rush - Dated Material

Slower Sales Spark Fears of Rising Incentives The threat of an incentive war heating up grows as new-car sales cool off from last year’s pace. New-vehicle sales peaked in the middle of last year, according to J.D. Power and LMC Automotive. They continued strong through the rest of 2013, but never matched the first half. Sales stumbled in January as extreme winter kept shoppers off dealers’ lots, but picked up in February. J.D. Power and LMC Automotive expected 972,400 retail new-vehicle sales for the month, up from 825,610 in January. That might prove too little, too late to stop an increase in

THINK FASTER

incentives, however. ALG predicts a short-term spike in incentives. ALG’s mid- to long-term forecast (up to 36 months) still projects a 15 – 20 percent increase, but that might change. “Rising inventory levels combined with several more waves of bad weather will result in a short-term spike in incentives,” said Eric Lyman, vice president of editorial and consulting for ALG. “The danger is that this could be the beginning of an escalating arms race for market share.” Days to turn inventory in December (61 days) and January 2014 (59 days) reached the highest levels since August 2009 when the turn rate was 68 days.

WWW.BLACKBOOKAUTO.COM/THINK C A L L 85 5 - 371- 75 34 TO LE ARN MO RE

Black Book® is a registered trademark of Hearst Business Media Corporation.

UCN_01.indd 1

2/25/14 11:32 AM


March 3, 2014ÛÛÝÛۀ

USED CAR NEWS

Dedication to Customer Service Draws Raves Online By Gabriel E. Camero

Bronson Sulser has come a long way since he started selling cars out of a janitor’s closet 15 years ago. Sulser’s Kentson Car Co., Bountiful, Mont., was recently named the Used Car Dealer of the Year by DealerRater, the Internet reviews firm. It took a team of 10 DealerRater employees two weeks to narrow the competition of 3,000 dealerships down to the 1,600 state and national level winners.

tal quarter consumer ratings added to the quarter averages. Members must also have a minimum of 25 reviews, one review a quarter and a recurring quarterly average of at least four out of five. The dealer must also avoid being blacklisted the previous year. Rosenfield said the margins of the competition are, “extremely tight, the scoring typically varies by oneone-hundredth of a decimal point.” The margin narrows yearly as companies recognize the importance of In-

of Kentson’s 400 lifetime reviews, “they’re really taking on that commitment to be dedicated to customer service so they get these strong customer reviews.” Kentson has moved its lot twice but still works hard to maintain its mission. “We set out to change an industry. We’re part of a pricing movement that’s taking place,” Sulser said. “We’re proud of that change.” Kentson ships throughout the U.S., but tries to keep cars as inexpensive as possible.

“We set out to change an industry … we’re part of a pricing movement that’s taking place.”

Bronson Sulser

National winners get a banner and a press release template to advertise the award, said DealerRater director of marketing Amy Rosenfield. Winners on both levels get a plaque and other materials they can use to promote their status. The DealerRater Dealer of the Year Award is based on a compilation score of the to-

ternet reviews and consumer rating trends increase. Kentson has been a certified dealer since April 2011, two years out of the five it has been on DealerRater. Although it has won on the state level for the last five years, this year they earned a score of 4.84 out of 283 reviews. Rosenfield said that on top

The dealership sticks to a niche of one year old, under 30,000 mile SUVs mostly because of their local clientele. To keep prices low they travel to auctions and bank sales across the country and only select cars that don’t need recon. Susler said that and personal salesmanship with integrity made Kentson a winner.

20 14

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2/24/14 2:52 PM


 ÛÛ�ÛÛÛMarch 3, 2014

USED CAR NEWS

NEWS BRIEFS Settlement Holds Back Ally

Ally Financial Inc. reported net income of $104 million for the fourth quarter of 2013, compared to net income of $91 million in the prior quarter and net income of $1.4 billion for the fourth quarter of 2012. Results for the quarter were driven by continued significant improvement to Ally’s cost of funds, which declined 17 basis points from the prior quarter and 50 basis points from the prior year as a result of deposit growth and continued execution of its liability management strategy. As a result, Ally’s full year net financing revenue improved 36 percent year-over-year. Additionally, auto earning assets grew 8 percent compared to the prior year period. Results for the auto finance operations were impacted by a $98 million charge recorded in the fourth quarter related to the settlement reached with the CFPB and DOJ.

with no enrollment or purchase fees. Automobile dealers can now purchase Avis Budget Group vehicles at many locations across the U.S. Dealers also benefit from online photos and independent third-party condition reports. Regional consultants are available to assist with the purchase process.

CPS Reports Higher Earnings

Consumer Portfolio Services Inc. announced earnings of $6.5 million for the fourth quarter. Earnings for 2013 were $21 million. Revenues for the fourth quarter of 2013 were $66.6 million, an increase from $50.6 million for the fourth quarter of 2012. Total operating expenses for the fourth quarter of 2013 were $55.1 million, an increase from $46 million for the 2012 period. For the year, total revenues were $255.8 million compared to $187.2 million for 2012. Total expenses were $218.6 million, up from $178 million for 2012. Avis Budget Offers Cars Online During the fourth quarter of 2013, Avis Budget Group Inc. has introduced Avis Direct, a used-car sales program exclusively for licensed auC R O S S WO R D by Myles Mellor tomobile dealers. With a dedicated website for dealPAGE 25 ers, this initiative offers dealers a wide selection of late-model, offCarolinaAA-UCN_Mar.pdf 2/5/14 5:12 PM rental vehicles for purchase1 from Avis, Budget, Payless and Zipcar -

CPS purchased $173.4 million of new contracts compared to $206.8 million during the third quarter and $150.8 million during the fourth quarter of 2012. The company’s managed receivables totaled $1.23 billion as of Dec. 31, an increase from $1.17 billion as of Sept. 30, and $898 million as of Dec. 31, 2012.

Located at 8185 East Stockton Blvd., this is CarMax’s 18th store in California. The new Sacramento store is more than 56,000 square feet, occupies more than 19 acres, employs nearly 130 associates and stocks approximately 440 used vehicles. CarMax also officially opened its first store in Frederick, Md. Located at 5601 Urbana Pike, this is CarMax’s seventh store CarMax Expands Retail, Wholesale in Maryland. The company also announced it CarMax Inc. recently opened sevnow has 60 auctions. eral new operations. CarMax Auctions has opened loThe used-car superstore chain officially opened its third store in the cations in Baton Rouge, St. Louis and Newark, Del., in the past year. Sacramento, Calif., region. Published By General Media LLC USED CAR NEWS (ISSN 1555-7413) is published at 24114 Harper, St. Clair Shores, MI 48080 Phone: 586-772-5200 or 800-794-0760 Fax: 586-772-9400 www.usedcarnews.com Charles M. Thomas Founder (1947-2002) Lynda R. Thomas, Publisher Colleen Fitzgerald, General Manager Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer Gabriel E. Camero, Intern Contributing Writers: Ed Fitzgerald, Jenny King, Sheila McGrath Columnist: Tony Moorby Advertising: Shannon Colby, Account Manager Megan Frump, Account Manager Marie Hingst, Account Manager Circulation: Helen Thomas

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Used Car News is published the first and third Monday of each month. Subscribers: We print advertisements as sent to us by auctions and other advertisers. It is not possible to verify the correctness of listed vehicles in auction ads. Most lists are partial and all lists are subject to last minute changes by auto auctions, so before travelling a long distance for a particular auto auction event, contact the auction by telephone for a fax of vehicles in the sale. Used Car News assumes no guarantees or liabilities concerning the accuracy of any advertisements. All Rights Reserved. Reproduction in any form is prohibited without the written consent of the publisher. É&#x;  É&#x; É&#x;  Please submit clear, legible copy. Payments from first time advertisers must accompany the insertion order. Distribution is guaranteed by U.S. Postal Carriers. The advertising reservation deadline is 5:00 p.m. Friday, 10 days prior to the issue date. Camera ready ads must be received by noon on Monday prior to the issue date.

Join the Conversation! Visit Used Car News online at www.usedcarnews.com or scan this QR code with your smartphone to be taken directly to the website.

UCN_04.indd 1

2/24/14 3:11 PM


March 3, 2014 �Ûۂ

USED CAR NEWS

Move to Smaller Engines Causes Quality Decline Owners of 3-year-old vehicles (2011 model year) report more problems than did owners of 3-year-old vehicles last year, according to the J.D. Power 2014 U.S. Vehicle Dependability Study. The study, now in its 25th year, examines problems experienced during the past 12 months by original owners of 2011 model-year vehicles. Overall dependability is determined by the number of problems experienced per 100 vehicles (PP100), with a lower score reflecting higher quality. The study finds that overall vehicle dependability averages 133 PP100, a 6 percent increase in problems from 126 PP100 in 2013. This marks the first time since the 1998 study that the average number of problems has increased. “Until this year, we have seen a continuous improvement in vehicle dependability,� said David Sargent, vice president of global automotive at J.D. Power. “However, some of the changes that automakers implemented for the 2011

model year have led to a noticeable increase in problems reported.� Engine and transmission problems increase by nearly 6 PP100 year over year, accounting for the majority of the overall 7 PP100 increase in reported problems. The decline in quality is particularly acute for vehicles with 4-cylinder engines, where problem levels increase by nearly 10 PP100. These smaller engines, as well as large diesel engines, tend to be more problematic than 5- and 6-cylinder engines, for which owners report fewer problems, on average. “Automakers are continually looking for ways to improve fuel economy, which is a primary purchase motivator for many consumers, particularly those buying smaller vehicles,� Sargent said. “However, while striving to reduce fuel consumption, automakers must be careful not to compromise quality. Increases in such problems as engine hesitation, rough Continued on next page

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UCN_05.indd 1

2/24/14 3:46 PM


ƒÛÝÛÛMarch 3, 2014

USED CAR NEWS

J.D. Power

– Continued from prior page

transmission shifts and lack of power indicate that this is a continuing challenge.” J.D. Power also finds that the fewer problems owners experience with their vehicle, the greater their loyalty to the brand. Combined data from previous years’ VDS results and vehicle trade-in data from the Power Information Network (PIN) from J.D. Power show that 56 percent of owners who reported no problems stayed with the same brand when they purchased their next new vehicle. Brand loyalty slipped to just 42 percent among owners who reported three or more problems. Also, a comparison of data from the 2013 Vehicle Dependability Study with data from the subsequent J.D. Power 2014 U.S. Avoider Study shows that consumers are

much more likely to avoid vehicles from brands that rank lower in dependability. On average, 23 percent of consumers avoided brands that ranked in the lowest quartile of the 2013 VDS because of concerns about reliability. In contrast, only 9 percent of consumers cited that same reason for avoiding brands that ranked in the top quartile. “By combining our customer research with trade-in data, we see a very strong correlation between dependability and real-world brand loyalty,” said Sargent. “Also, we see that brands with lower dependability are likely to be shut out of a significant piece of the market, as many consumers will not even consider purchasing one of their vehicles because of concerns about its likely reliability.”

Dealer Faces Ban for Unsafe Cars Combining Live and Live-Online Buyers We understand that your business is driven by retentions. That’s why IAA’s unique combination of live and live-online auctions and deep market expertise helps you reach the right buyers in more than 110 countries. At IAA, we see the importance of every type of vehicle.

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A Maine dealer is facing a ban from the used-car business for allegedly selling unsafe cars to poor credit consumers. The Maine attorney general has filed a lawsuit against Glenn A. Geiser, Jr. and his dealerships – Bangor Car Care, Inc., Bumper2Bumper, Inc. and My Maine Ride – for unfair and deceptive trade practices in connection with the promotion and sale of used cars. The complaint alleges that the stores’ staff targets consumers with poor credit who need financing, pressure them to buy cars that are not road worthy and then not respond to customer complaints. The AG is seeking civil penalties and a permanent injunction to bar Geiser and any entity in which he has an ownership interest from promoting, selling and/or financing used cars. The AG’s office claims consumers at Geiser’s businesses were shown cars that failed to pass inspection so they cannot be taken out for a test drive. Known mechanical defects were not disclosed to the consumer, as

required by Maine law. When a consumer decides to buy, the AG claims staff would complete the financing documents and tell the consumer to return at a later date to pick up the car after it has gone into the shop for an inspection sticker. Some discovered after they took delivery that their cars should not have passed inspection. The attorney general’s complaint also alleges that the defendants’ response to consumer complaints is rude and abusive and calculated to discourage consumers from seeking redress. These acts also constitute an unfair trade practice. Maine law requires used-car dealers to post a conspicuous notice that a car is an unsafe motor vehicle if it does not meet Maine’s inspection standards and is displayed for sale. The dealer must also disclose certain information about a used car’s history, including any known mechanical defect, even if it has been repaired, and to obtain written acknowledgement from the buyer. The buyer of an unsafe motor vehicle must tow it from the dealer’s lot.

2/24/14 3:10 PM


MBonDemand.com Celebrates 15,000 Sales The Key to Driving Your Pre-Owned Sales Mercedes-Benz Financial Services puts you in the driver’s seat to grow your pre-owned business. With MBonDemand you get early access to the best in off-lease Mercedes-Benz vehicles – before they are offered in the auction lanes. Every Mercedes-Benz Financial Services vehicle is backed by the Mercedes-Benz brand promise, including our best-in-class repurchase policy. Each vehicle is reconditioned to Mercedes-Benz standards and inspected by our highly trained Vehicle Remarketing Managers before being offered for sale. In addition, a CARFAX® report is included with every vehicle to ensure confidence at every mile. MBonDemand is simple to use, offering more than 2,000 vehicles every day at buy-it-now pricing. You can also find a full schedule of daily bid sales and live sale events by visiting MBonDemand.com.

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1/10/14 2:24 PM

2/21/14 11:45 AM


PAGE 8 - CAR/NAAA

City Approves New Auction, Expects Summer Opening Photo Courtesy of Spring Hill (Tenn.) Planning Dept. COMING SOON: The proposed Music City Auto Auction of Nashville, Tenn. (above), received approval through the Spring Hill city planning commission. It is expected to open this summer. By Jeffrey Bellant

Car dealers looking for inventory will have at least two new auctions to shop this year. Auto Auction Holdings LLC., will open auctions this year in Concord, N.C., and Spring Hill, Tenn. The company plans a late March opening for Speedway Auto Auction of Charlotte and an August opening for Music City Auto Auction of Nashville. Alan Willard, the company’s project manager, said the North Carolina sale will run Tuesdays at

3 p.m., while the Nashville sale will run Thursdays at 9 a.m. Both sales will offer dealer consignment and fleet/ lease/repossessions. The two sales will join Auto Auction Holdings’ other wholesale auction, South Florida Auto Auction of Ft. Lauderdale. The North Carolina fivelane facility is a greenfield project that will have a new 10,000 square foot office, with full recon and other services, Willard said. More recently, the company received municipal approval in Spring Hill for

its Tennessee auction on a 60-acre site. The site formerly served as a Ryder truck facility that transported vehicles for the old Saturn plant, Willard said. The property had been vacant for several years, said Spring Hill city planner Paul Keltner, so city officials were receptive to the proposal. “It’s repurposing (a site) for us,” Keltner said, “ and it’s going to be attracting several hundred buy-

ers coming into our city for sales. “So it’s a win for both of us.” Like the Speedway Auto Auction of Charlotte, the six-bay auto auction in Spring Hill will also have a brand new 10,000-squarefoot office, Willard said. Keltner added the site will have room for 1,800 parking spaces for auction vehicles, along with 290 parking spaces for dealers. The auction property will sit on 19 acres, Keltner said.

The project initially came to the city in December. Keltner said the auction has already resulted in drawing other proposed projects to the growing city. “We’ve had a couple of hotels looking at our city (to build), knowing that there is going to be a need,” he said. Hotels are a great addition to the auction, since many dealers will be traveling from out of town for short stays to attend the auction, Keltner said.

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2/19/14 2:44 PM


~‡ÛÝÛÛMarch 3, 2014

USED CAR NEWS

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Sinkhole Swallows Corvettes A pre-dawn call Feb. 12 to museum officials regarding movement inside the National Corvette Museum from its security company only hinted at the mess inside the 20-year-old structure. A 25- to 30-foot Kentucky sinkhole had sucked up eight special Corvettes, creating a 40-foot-wide hole beneath the dome of the museum in Bowling Green. Two of the eight Corvettes were on loan from General Motors: a 1993 ZR-1 Spyder and a 2009 ZR-1 “Blue Devil,” according to a report on the museum’s website. Six other Corvettes belonging to the museum were pulled down into the chaos. None were on loan from individuals. In less than 48 hours Chevrolet responded to the accident with an offer to oversee restoration of the damaged vehicles. General Motors Design in Warren, Mich., will manage the process. Plans call for a crane to remove the eight vehicles. GM will not be involved in the removal. One bright spot was the apparent soft landing of a 630-horsepower, 205-mile-per-hour 2009 ZR-1. It is upright on its wheels, Chevrolet spokesman Monte Doran said. A 1962 Corvette made the

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UCN_10.indd 1

25-foot plunge on its slab of museum flooring and appears to be in decent shape. “Thank goodness a 1983 - the only one of its kind -was not involved,” said museum spokesman Bob Bubnis, adding that an early estimate of damage was $1 million. Doran said the 1983 is a survivor. The pre-production next-generation Corvette was slated to be a 1983, but due to build delays, Chevrolet decided to make the next model a 1984. Doran said Chevrolet had a note from the original owners of the 40th anniversary red 1993 Corvette caught in the collapse. Hill and Karen Clark of Bay Village, Ohio, wrote that they were pleased “Ruby” would be restored to her earlier elegance. The cars in the accident were not among the most valuable cars in the museum, which houses some 80 Corvettes, Bubnis said. Bubnis said small helicopters had descended into the ‘Vette-filled sinkhole to record images early on. The other six vehicles in the accident included a 1962 black Corvette, a 1984 PPG Pace car, a 1992 white 1-Millionth Corvette, a 1993 ruby red 40th Anniversary Corvette, a 2001 Mallett Hammer Z06 Corvette and a white 1.5-millionth Corvette.

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~Û�ÛÛMarch 3, 2014

USED CAR NEWS

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Operating revenues ADESA Auction Services IAA Salvage Services AFC Total operating revenues Operating expenses Cost of services

(exclusive of depreciation and amortization)

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10:00AM Six Lanes All Vehicles Available Via Simulcast 651 Precast Lane Moncks Corner, SC 29461 (843) 719-1900 www.CharlestonAutoAuction.com

Year Ended December 31, 2013 2012

$274.3 206.8 59.5 540.6

$262.1 182.0 49.6 493.7

$1,118.6 830.0 224.7 2,173.3

$1,053.5 716.1 193.8 1,963.4

305.7

290.4

1,232.2

1,087.1

99.2 46.8 436.4 57.3 29.6 (2.4) -30.1 7.2 $22.9

490.0 194.4 1,916.6 256.7 104.7 (2.6) 5.4 149.2 81.5 $67.7

419.1 190.2 1,696.4 267.0 119.4 (4.0) -151.6 59.6 $92.0

$0.17 $0.16 $0.19

$0.49 $0.48 $0.82

$0.67 $0.66 $0.19

Selling, general and administrative 156.7 Depreciation and amortization 48.5 Total operating expenses 510.9 Operating profit 29.7 Interest expense 25.4 Other income, net (0.1) Loss on modification/extinguishment of debt -Income before income taxes 4.4 Income taxes 22.0 Net (loss) income $(17.6) Net (loss) income per share Basic $(0.13) Diluted $(0.13) Dividends declared per common share $0.25 KAR Auction Services Inc. reported higher profits on increased revenue in the fourth quarter. KAR reported revenue of $540.6 million in the fourth quarter, as compared with revenue of $493.7 million for the fourth quarter of 2012. Adjusted EBITDA for the quarter increased to $131.2 million from $119.9 million for the fourth quarter of 2012. The company reported a net loss of $17.6 million despite these improvements. This was due primarily to noncash profit interest expense,

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Three Months Ended December 31, 2013 2012

which is not deductible for income tax purposes. KAR Auction Services Inc. is seeking to refinance its existing credit agreement, dated May 19, 2011. The refinancing would, among other things, extend the maturity of the revolving facility and a portion of the term facility, lower the pricing with respect to the revolving and term loan facilities and provide KAR with greater flexibility for making capital expenditures and for making restricted payments. The company cannot assure that it will be able to successfully complete the refinancing.

– Continued from page 1

Kay said he’s had a fair amount of success with Corvette sales in the past, and has an interest in collector cars himself. And recently, an employee with a lot of expertise in the area, Greg Cantu, joined his team. “We both looked at this and thought there probably is a market for it,� he said. “We felt it might work if we were to display all those cars in one location, and make it a destination.� They’re in the process of accumulating an inventory for the spring season, and will go before the Downers Grove village council this month for final approval of the plan, which has not faced any opposition. The business will attract a different clientele from his other properties, he said. Kay expects a lot of the negotiations will take place over the

phone before the potential buyer even sees the Corvette. “When they finally make a trip in to inspect the car personally, they’re probably going to leave with the car,� he said. Their focus has been on Chevrolet products so far, but as they progress in the business, they will probably take in some trades that are not the same brand, he said. And he’ll likely take on some consignments from people who want to sell their classic cars but don’t have the time or expertise to remarket them. He’s gotten a fair amount of interest in opening a used-car superstore there. But he’d like to keep competing dealers off the site, he said. “I didn’t want to put someone else in the business to compete with us,� he said.

2/24/14 5:45 PM


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2/20/14 1:53 PM


~ÛÝÛÛMarch 3, 2014

USED CAR NEWS

PEOPLE IN THE NEWS Manheim Promotes Execs

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Manheim announced it has created Global Remarketing Management System (Global RMS), a new enterprise software business. Nick Peluso has been named as Global RMS president and will lead this new venture. In addition, Tim McKinley will join Manheim as senior vice president of sales. Both roles will become effective on April 1. Ad d i t i o n a l l y, Rich Coutu has been named vice president of commercial sales, effective March 1. Nick In his new role, Peluso Peluso moves from his current role as senior vice president of customer management. RMS is a new digital suite of remarketing management tools. Peluso will report to John Bailey, Manheim’s president of international operations. His primary focus in the first instance will be to establish the new Global RMS team, based in Atlanta, and fully develop the RMS product for customers in the North American market. Additionally, as part of the Global RMS plan, he will oversee further investment in the existing RMS operation in Europe, as well as looking to new international markets for RMS, including Asia Pacific. McKinley takes over Manheim’s sales activity from Peluso as the new senior vice president of sales. He served as vice president of field operations for Cox Communications, a Cox Enterprises company. As the new sales leader, McKinley will work closely with Peluso during the hand-over period, before taking full control over Manheim’s commercial and dealer-facing teams and overseeing customer relationships. He will also ensure close cooperation with AutoTrader Group to identify any opportunities where greater value can be delivered to key customers through a broader proposition. McKinley will report to Janet Barnard, Manheim’s Chief Operating Officer. Most recently, Coutu served as Manheim’s market vice president for the North Central market. In this role, he was responsible for leading the market’s six operating locations while driving business strategy, maximizing market returns and enhancing customer relationships. In Coutu’s position as vice president of commercial sales, he will work closely with a team of experienced account executives to build upon existing relationships with commercial customers across Manheim. Coutu’s extensive industry network, market leadership experience and operations expertise from NextGear Capi-

tal will position Manheim to grow its commercial sales and market share. Coutu will report to McKinley.

ADESA Moves Managers

ADESA announced changes to auction management at four of the company’s locations, effective immediately. Jay Hinchman, previously general manager at ADESA New Jersey, will now serve as general manager of ADESA Las Vegas. Hinchman’s career in the remarketing industry spans more than 18 years. He joined ADESA in 2008 and was general manager at the New Jersey auction since 2009. Throughout his remarketing career, he has held various management and executive positions at Bank of America/ Oxford Resources Corp. as well as JM Family Enterprises (World Omni/Southeast Toyota Finance). Theo Jelks will return to ADESA Los Angeles, where he served as general manager from 2009-11. In late 2011, he joined the company’s newest greenfield auction, ADESA Las Vegas, where he most recently served as the auction’s general manager. Jelks joined ADESA in 2001 as executive sales director and became general manager of ADESA Tampa in December 2005. Prior to that, he was new business manager of Car Brite, a leading manufacturer of auto reconditioning products. Jelks’ background also includes five Jay years of military Hinchman service in the United States Air Force and nearly a decade of experience in criminal justice and security. Craig Estep has been named general manager at ADESA New Jersey. He most recently served as general manager for Upstate Auto Auction. Estep began his career in the auction industry in 1991 at Statesville Auto Auction. He joined ADESA Indianapolis in 1994 as fleet/lease manager, where he also served as the auction’s operations/reconditioning manager. He was also general manager at Western Carolina Auto Auction. Zachary Jones, previously operations/transportation manager at ADESA Great Lakes, will now oversee operations as the auction’s general manager. Jones began his career with ADESA in 2006. Prior to joining the company, he worked as a fleet manager, dispatcher and driver for ASR Services/Daltons Towing/ Auto Site.

2/24/14 5:14 PM


IAG_MarUCN-Congrats.pdf

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3:10 PM

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2/20/14 1:52 PM


~ƒÛÝÛÛMarch 3, 2014

USED CAR NEWS

RETAIL MARKETS GEORGIA

Larry Lewallen, president, Rainwater Motor Co., Douglasville, Ga.: “Rainwater was started back in 1980 by Claude Rainwater and I’ve been working with him as partowner ever since he opened the doors. “We’ve had multiple locations in the past, we had three once, but with the way the economy got we cut it down to a single location. That’s worked out really well for us. “We usually keep somewhere between 130 and 150 cars in inventory and average between 50 and 60 sales a month, and that’s just the average. “ This month’s sales are going to be better but over 12 months we average between 50 and 60. “Our average retail price is somewhere around $10,000. “We do all kinds of financing. For buy-here, pay-here, the average down payment runs around $750. “Right now it’s averaging a little more - probably $1,000.

“The average monthly payment is around $350 for a term length of 2.5 to 3 years. “We buy our inventory from the dealer auctions and new car dealerships and a good many offlease vehicles. “We have 60 percent cars and 40 percent trucks. Of those, 30 to 35 percent are imports and 70 to 65 percent are domestic. “We try to stay 2006 and newer. That’s not to say we won’t have a few 2005 but we try to stay 2006 and newer. “The average mileage is up right now. It runs between 90,000 and 100,000 miles. It’s really gone up. “We used to try to keep mileage to between 60,000 and 80,000. “Cars last a lot longer than they did 20 to 30 years ago. They’re built to last longer and people are taking better care of them. “We recon our vehicles in our own eight-bay service center. With the higher mileage, my cost has gone up. By the time you get

Compiled by Jeffrey Bellant them serviced, brakes done and everything, it’s usually going to run $350 a unit, and that’s just an average. We use our service center strictly for our vehicles and our customers’ vehicles. “We advertise on the Internet, TV, and in our local papers but probably the biggest thing is our TV advertising. “The monthly marketing cost varies depending if we have new commercials made or are running existing commercials. “The cost on that varies from $2,000 to $3,000 or $4,000. “We recently sold an ‘08 Dodge Grand Caravan with 90,000 miles for $11,400.”

MONTANA

Hal Rainey, Partner, Aspen Motors, Bozeman, Mont.: “We are a single lot and have been in business since 1999. We keep about 30 vehicles on our lot and sell roughly 15 to 18 a month. “It was a little higher before 2008. We were averaging 25 and carrying maybe

40 then. We’ve slimmed back a little bit. “We get our vehicles from a couple of different places. “We go to Billings to the Montana Auto Auction and we also go out to Dealer’s Auto Auction in Spokane, Wash. “We do a lot of consignment as well. “We go through the banks for financing, there are two credit unions in town that we do a lot of business with and also one of the major banks. “We are 90 percent import - we’re a college town, home of Montana State, so we are about 90 percent import. If we do carry a truck it’s a consignment or a trade in. “Most of our vehicles are Honda, Toyota, Subaru, we do carry some Jeeps, that’s about the only domestic car that we carry. “I would say we probably have 30 percent SUV, 40 percent cars and maybe 20 percent or so trucks. “Four- or five-year-old vehicles are what we try and land, so right now we have mostly 2009s and 2010s, al-

though we have some 2013 vehicles here as well. “Mileage on the vehicles are low, typically less than 50,000 miles, though some go up to 70,000. “We try to find the lower mileage ones, that’s always been our niche I think. “Our average retail price is between $15,000 and $20,000. “We do recon our vehicles. We have two bays here where we do our cleanups, but we do not have a shop. “So we send that out for oil changes and things like that. “We generally average about $500 a car for recon, depending on tires and how we get them. “We supply the university coaching staff with a vehicle to drive. “We have a website, but we’ve been here quite a long time now and we’re right on Main Street so we don’t do a lot of advertising, pretty much word of mouth now. “I just sold a 2011 Toyota Rav 4 with 29,000 miles on it for $19,700.”

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2/24/14 3:25 PM


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2/19/14 2:37 PM


~…ÛÝÛÛMarch 3, 2014

USED CAR NEWS

WHOLESALE MARKETS TENNESSEE

Jonathan Pyatt, sales manager, Airport Auto Auction, Louisville, Tenn.: “The auction has been around for 30-plus years. “We have six lanes and we’re running six. “We are running about 300 cars per sale. “I would say the (volumes went up) a little last year. This year we saw consignment shoot up in mid-February, where last year it was after March 1. “We have a lot of loyal buyers and consignors. Now that dealers are having more business and tradeins, dealers are coming to buy those trades. “Sales percentages have been in the mid-80s over four weeks (through midFebruary). “We had a sale on Feb. 13 in nine inches of snow. In the hills of Tennessee, nobody gets around in the snow. But we still had an 85-plus percent sale. We had several inches of snow in the morning, but by four in the afternoon, we had the cars cleared, the lot clear and had a house full

of dealers. “Some consignors were skeptical, but the ones that ran were so happy when they got off the auction stand. “We had a consignor that ran 68 cars. They started at 4 p.m. and ran until 5:30 and they sold 98 percent of their vehicles. “On the week that it snowed, we drew about 200 dealers, but the following week we had about 300plus, which is what we normally do. “We draw bidders from a 150-mile radius. We’ll pull from Nashville, Chattanooga, Crossville, Tenn. We’ll also have buyers that come in from Alabama and from as far as Florida. “Online activity has also stepped up a lot. We’re an OVE facilitating auction. Our OVE sales have been phenomenal. They’ve gone up 40 percent from last year. “Eighty percent of our vehicles are dealer consignment. The rest are fleet/ lease/repossessions. “Our fleet/lease/repos come from consignors like ARI, which is really big

Compiled by Jeffrey Bellant here. Other consignors are Fleet Lease Disposal and Auto Credit. We also have business from local banks and credit unions. “The average price coming across the block is $3,800. That’s up about $400 from this time last year. “We run in-ops/salvage before our sale. We’ll run anywhere from 20 to 40 units. We have a lot of salvage yards in the area. “We have GSA sales, but right now we’re still marshaling for the sale. Once we start running them, we’ll run them monthly on the second Tuesday. “We also run a toy sale. That includes campers, motorcycles, four-wheelers and boats, all of which are really big in this area. Those run weekly at the same times as the in-ops, prior to the sale. “Our truck market has always been strong. It continues to grow. I know the sale of vans and SUVs got cold for a little bit, but I’ve really seen a big turnaround on those in the last five weeks. “German imports seem to be struggling right now.

VIRGINIA

Joanna Anderson, fleetlease manager, Abingdon Auto Auction Inc., Bristol, Va.: “We started in 2009. “Our numbers have gotten better. Last year was a record year for us. We also had a record December last year and a record January this year. “On average, we’re running between 250 to 275 (units). “Last year, we averaged 54 percent (sales percentage). Of course, this time of the year, during tax time, the percentages are usually good. “We have four lanes. In February we were able to run four lanes every Friday for the first time. “We’ll get between 125 and 160 dealers in the lanes. “Our auction is in the southwestern tip of Virginia. “We get a lot of dealers from Virginia, Kentucky, North Carolina and Tennessee. “We’ve also been awarded an (equipment sale) contract from the Virginia

Department of Transportation’s Highway Department. “Those sales are two or three times a year. Those units are dump trucks, snowplows, tractors, utilitytype trucks. “We have those sales on Saturday since they have to be open to the public. So the Saturday sale will be an allday event. “In the lanes, the (mood) is good. You can definitely feel that tax time is here. “Our average price is between $6,000 to $8,000. It’s a majority of dealer consignment. “We also sell for BB&T’s Regional Acceptance, along with several local banks and credit unions in our area. “We have our own transport trucks. We’ve got three seven-car haulers, a five-car hauler, a four-car hauler and two two-car rollbacks. “We transport as far out as 300 miles one way. It helps the smaller guys who might not have access to transportation for that many units. “Things are going great. I think 2014 is going to be our best year yet.”

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2/20/14 1:51 PM


‡Û�ÛÛMarch 3, 2014

USED CAR NEWS

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DOMESTIC Ford/Lincoln/Mercury Ford / Mercury Lincoln GM Buick Chevrolet GMC Oldsmobile Pontiac Saturn Hummer Cadillac Saturn through 2009 Chrysler/Dodge/Jeep Chrysler Dodge Jeep Memo: Fiat Memo: Chrysler w. Fiat Total Domestics

Jan ‘14 18,876 17,185 1,691 28,508 2,272 21,214 4,810 151 61 1 1,537 10,726 1,982 4,975 3,769 34 10,760 59,648

Jan’13 14,876 13,411 1,465 23,693 1,839 17,501 3,674 444 235 4 1,413 8,932 1,882 4,160 2,890 6 8,938 48,918

‘13 YTD 14,876 13,411 1,465 23,693 1,839 17,501 3,674 444 235 4 1,413 8,932 1,882 4,160 2,890 6 8,938 48,918

ASIAN Honda Acura Nissan Infiniti Toyota Lexus Hyundai Kia Mazda Mitsubishi Suzuki Subaru Total Asian

17,476 3,005 9,639 1,015 26,167 5,430 7,060 2,961 2,916 54 3,346 79,069

17,861 3,119 8,243 840 26,523 5,074 5,393 2,178 2,560 53 2,485 74,329

17,861 3,119 8,243 840 26,523 5,074 5,393 2,178 2,560 53 2,485 74,329

EUROPEAN Audi Bentley - EST. BMW Fiat Jaguar Land Rover Mercedes-Benz Smart MINI Porsche Volkswagen Maserati Volvo Car Total European

3,161 30 6,019 34 327 764 8,301 4 695 809 6,562 47 841 27,594

2,843 30 5,888 6 283 547 8,155 4 398 857 7,324 24 922 27,281

2,843 30 5,888 6 283 547 8,155 4 398 857 7,324 24 922 27,281

166,311

150,528

150,528

Total - EST.

Source: Autodata Corp.

2/24/14 4:58 PM


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Ohio Manheim Cincinnati Manheim Ohio Oklahoma Manheim Tulsa Oregon Manheim Portland Pennsylvania Manheim Central Penn Manheim Pennsylvania Manheim Philadelphia Manheim Pittsburgh Puerto Rico Manheim Caribbean Subasta De Autos South Carolina Manheim Darlington Manheim Greer Tennessee Manheim Nashville Texas Manheim Dallas Manheim Dallas-Fort Worth Manheim El Paso Manheim Houston Manheim San Antonio Manheim Texas Hobby Utah Manheim Utah Virginia Manheim Fredericksburg Manheim Harrisonburg Washington Manheim Seattle Wisconsin Manheim Milwaukee Wyoming Manheim Casper CANADA Alberta Manheim Edmonton New Brunswick Manheim Moncton Nova Scotia Manheim Halifax Ontario Manheim Toronto Quebec Manheim Montreal

2/24/14 9:12 AM


Û�ÛÛMarch 3, 2014

USED CAR NEWS

Other Voices Starting and running a small business is both daunting and difficult, and the demands of the job often require the entrepreneur to wear

Murfreesboro and locations all over the state of Tennessee. Independent dealers are usually given a number of opportunities to sponsor high

Mike Sparks

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several hats. The life lessons learned, and the practical and hands-on experiences acquired, are not in any college textbook. I sold my first car at the age of 16, making $1,000 on the restored ’69 Camaro, and went on to spend 10 years owning and operating an independent dealership. After all that time in the industry, my respect for the independent dealer and my fellow entrepreneur has only increased. Managing an independent dealership was typically a 50-hour workweek for me. It often involved weekly trips to auto auctions in Bowling Green, Atlanta,

served on the board of the Tennessee Independent Automobile Dealers Association with executive director Darryl Noble. I was also a county commissioner for eight years in my hometown of Smyrna and currently serve as a state legislator in the Tennessee General Assembly. Despite the thousands of tax dollars collected by the auto industry for the state and local coffers, the positive impact made by used-car dealers is too often overlooked or degraded. When serving on the local town planning committee, there was an obvious discrimination against those who made a living selling cars,

but if a physician or attorney decided to construct a new building, the local leadership would line up for a photo at the ribbon cutting ceremony. I have a lot of respect for the momand-pop small business owners, especially independent automotive dealers, and what they’ve done for the local economic base. In a political atmosphere dominated by prestige and money, there is a real need for honest, smalltown businessmen. Getting involved in a state dealers association and running for local office may be an excellent way for you to become part of this positive change.

school, youth sports teams, and golf tournaments and charity fundraisers for their local nonprofits, and in my experience, many make generous contributions to the community. They are often more familiar with their community and the challenges local families are facing than those families’ attorneys and dentists. On my journey to become an elected legislator, these customers became strong supporters, assisting me in winning the race against someone I highly respected, an undefeated incumbent, and a wealthy Vanderbilteducated attorney. While in business for myself, I

Partner with us! • Second to none in customer service • No pre-veriďŹ cation without dealer approval • No bait and switch on price • No Limits to Portfolio size • Will purchase all makes and models • All terms considered

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ÛÛÝÛÛÛMarch 3, 2014

USED CAR NEWS

HPV UCN AD DUE 2014.02.21 outlined & embedded.ai 1 2/21/2014 3:25:50 PM

Compiled By Jeffrey Bellant

MANHEIM AUCTIONS SUPPORT CHARITY

CHARITY SALE: Alyson McCarthy, executive director of Ronald McDonald House Charities (from left), Neal Martino, of Manheim Nevada, and Christine Fernandez, volunteer manager at Manheim Nevada, display a $15,000 check which was donated to RMHC of Greater Las Vegas from the sale of this Dodge Viper.

Manheim locations in Hawaii, Seattle, Portland and Nevada have raised more than $42,000 to help support their local Ronald McDonald Houses. Manheim Seattle and Portland raised more than $27,600 to divide between each city’s house at the annual “Race to Give” dinner and charity auction event. More than 80 items were donated by employees and Manheim customers for the silent and live auctions. “It was a heartfelt charity auction where customers, employees, vendors and the public united together to do a very special thing for a very special organization,” said Ray Priest, general manager for Manheim Seattle and Portland. “I am blessed to be surrounded by such wonderful employees and customers.” Ronald McDonald House Charities support families with seriously ill children. Manheim employees also volunteered many hours at their local Ronald McDonald Houses last year. Manheim Nevada held its first fundraiser for RMHC of Greater Las Vegas in 2013 and donated $15,000 to RMHC of Greater Las Vegas.

KCI Auto Auction Wins Westlake Top Award Westlake Financial Services has named Kansas City Independent Auto Auction as the 2013 Auction of the Year. The second and third ranked auctions are ADESA Phoenix and ADESA San Antonio, and the top service auction is ADESA Colorado Springs. “Kansas City Independent has been a reliable performer throughout the year, topping our rankings for the second, third and fourth quarters,” said Bill Walters, vice president of Westlake Remarketing. “Assistant General Manager Jennifer Leocardi has been an integral part of assuring top notch customer service and efficient operations.”

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Westlake’s top auctions are chosen by narrowing the top 24 volume sales across the U.S. After that the auctions are evaluated based on scorecards that measure their sales effectiveness and service quality. Kansas City Independent Auto Auction has proven effective in these areas. We invite news items and top-quality photos from our readers to be considered for “Around the Block.” Please include the name of a contact person and a telephone number. Send items and photos to: Jeffrey Bellant Mail: Used Car News, 24114 Harper Ave., St. Clair Shores, MI 48080. Fax: (586) 772-9400 e-mail: jeff@usedcarnews.com

2/24/14 2:46 PM


March 3, 2014ÛÛ�ÛÛ‚

USED CAR NEWS

Disconnected Jottings From Tony Moorby... Have you ever noticed how the frontal design of a car or truck can connote certain characteristics? Not just about the car but the owner too. I think it’s a bit like a dog

headlamps and a skinny radiator grill and fell into the female camp in my eyes. This was totally irrational, of course, as there were precious few lady drivers in those days anyway. Those

Tony Moorby

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owner ending up looking like his or her dog. Or is it the other way round? Growing up in London after the war, there weren’t that many cars around, but I distinctly remember conferring traits about a car upon its owner. For instance, a 1950 Morris Eight was tall and fairly wide with large headlamps and “looked� masculine, an assumption that then extended to its owner. On the other hand, its rival, the Austin Seven was narrower, had small

that qualified probably did so as a result of being in the Women’s Royal Army Corps. during the war. Queen Elizabeth was apparently a very accomplished truck driver then and still today flogs around, off road, on the Balmoral Estate looking for dinner in a Land Rover. Talking of Land Rovers, more particularly the Range Rover, I’ve always said it has something of a stately procession, even exuding an air of mild superiority, but what gives it that

C R O S S WO R D

snooty impression? Until the most recent models, the front was fairly plain and simple with a side view that looked something akin to brick wall. But you’ll notice that the windows are huge and extend a long way down the waistline of the truck. You can almost see the drivers’ hips. It gives the impression of quiet condescension as you look up to see the lucky, wealthy owner in his or, more commonly these days, her aerie. It truly was the origin of the SUV. All these trucks today perform miraculous functions if given the rein to do so, but a Nissan Murano just doesn’t look like it could serve multi purposes. In fact, its humped back makes it look like a defecating dog! Even the front has that soulful look of wideeyed concentration. I’m the proud owner of an earlier Jaguar XK 8 Coupe in red (yes, I’ve heard all the allusions, thank you). But its slick, almost slimy lines are, to me, as sexy as a car can get. It’s super slim but has

a mildly buxom back-end and is as shiny as a spandex workout suit. There is, however a flaw – the gaping maw of the radiator grill has two overriders that make it look like Mater – my reclining nude has buckteeth. As any trip to the dentist these days, it’s an expensive fix, so she’ll have to look like she can chew corn through a picket fence for a while longer. Meanwhile Honda Civics house smart, busy texters, Toyota Camrys cart uncle and aunty to the grocery store and BMWs, any series, push and shove their way around like school yard bullies. No-nonsense types in pick-up trucks go about their business unless they’re in a hopped

up, raised and noisy mudbugger. But I find truck design much more appealing these days – a Ford Raptor, Ram SRT8 or a cool Denali say, “I don’t need a truck – I just want this truck�. A green minivan with Indiana plates, I still submit, means life in the slow lane while playing speed-limit police in the fast lane – probably a retired school teacher still trying to exert an element of discipline on an otherwise-unruly world. Cars are starting to look similar again with expensive headlamp clusters pulled as tight as a cheap facelift and driven more and more by computers with no character. No wonder classic cars are cool again.

To see past columns from Tony Moorby, visit www.usedcarnews.com/ columnists/tony-moorby

Sponsored by INSURANCE AUTO AUCTIONS

By Miles Mellor

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39. I’m taking her out ___ spin (2 words) 42. “You betcha� 43. Spurs city initials 44. Lexus RX 450 for example 45. Apply 48. Grand Touring (auto), for short 49. Arts Degree

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Answers to this puzzle in the 3/17/14 issue. Call 1.800.794.0760 for a FREE subscription.

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ÂƒĂ›Ă?ÛÛMarch 3, 2014

USED CAR NEWS

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